The Toyota Way in Sales & Marketing

By: Tamoor Danish

History

• Over the 60 years that Toyota has built motor vehicles, there have been dozens, perhaps hundred of failures and consolidations among the world’s car companies, but through it all, Toyota has prospered. It has grown to become one of the world’s 5 largest companies. It markets vehicles in 160 countries and locations. It has 46 manufacturing companies in 26 countries.

• Today, Toyota is the world’s most admired and respected automotive company.

Our Vision, Mission & Objective

• Vision: For our part, we not only want to be part of an organization like that, we also want to understand and practice what makes it as successful.

• Mission: To be most successful and respected company in the automotive industry.

• Objective: The Toyota way we can become #1 in Pakistan, because, after all, that is our Common Vision.

Dealerships in Lahore

• There are Eight Dealership in Lahore• Toyota Shaheen Motor• Toyota Sahara Motor• Toyota Garden Motor• Toyota Ravi Motor• Toyota Walton Motor• Toyota Township Motor• Toyota Airport Motor

TGM’s Competitive Edge

• Up-to-date & modern showrooms equipped with Customer lounge for customers to be at ease while making their buying purchases.

• Well-trained team capable of handling the demanding needs of the customers and their cars.

• Good quality of systems and procedures which ensures timeliness.

• Well-equipped workshop having 78 Working Bays with sophisticated tools and diagnostic equipment.

• An extensive satisfied customer base.

TGM’s Competitive Edge Continued

• Our CEO, Khawaja Jehanzeb Saleh has a tremendous experience in automobile industry, with zeal and enthusiasm for the automotive technology and goodwill in the car service dealership business. His vision is to take TGM to the pinnacle of success, through service excellence, leading by example, integrity, innovation and commitment.

• We welcome you to associate with us and share our vision of “Growing by delivering delight in every journey.”

Product features/specifications• XLI 1.3L• ENGINE SPECS 2 ZZ-FE 1299cc EFI VVTI PERFORMANCE 5 Speed M/T Front 15" Ventilated Disc Rear 15" Solid

Disc, Electric Power Steering System,Tire & Wheel 195/65 R15 Steel Rims, Fuel Tank Capacity 55 ltr,SAFETY,Seat Belts Front/Rear, Fuel cut System EXTERIOR Glass Embedded Print Antenna, Side Mirrors with side Turn Signal Lamp, Multi- Reflector Head Lamps, INTERIOR A/C + Heater Audio(CD Player/AM-FM/ MP3), Center Console Box, Digital Clock, Foot Rest, Gear Shift Lever, Grege Colour Interior, Multi Information Display, Rear Cabin Flat Floor, Fabric Seats, 2 Speakers, 3 Spoke Steering,Sunvisor, Tachometer

• GLI 1.3L• ENGINE SPECS 2 ZZ-FE 1299cc EFI VVTI PERFORMANCE 5 Speed M/T Front 15" Ventilated Disc Rear 15" Solid

Disc ABS+BA+EBD (Antilock Braking System with Electronic Brake Force Distribution and Brake Assist) Electric Power Steering System,Tire & Wheel 195/65 R15 Steel Rims, Fuel Tank Capacity 55 ltr,SAFETY,Seat Belts Front/Rear, Fuel cut System EXTERIOR Glass Embedded Print Antenna, Electric Door Mirrors With Side Turn Signal Lamp, Multi- Reflector Head Lamps, High Mountain Stop Lamp, INTERIOR A/C + Heater Audio(CD Player/AM-FM/ MP3), Center Console Box, Central Door Locking, Digital Clock, Foot Rest, Gear Shift Lever, Grege Colour Interior, Multi Information Display, Power Windows, Rear Cabin Flat Floor, Rear Seat Armrest Cupholders, Fabric Seats, 4 Speakers, 3 Spoke Steering,Sunvisor, Tachometer

• GLI 1.6 L A/T• ENGINE SPECS 1.6 L EFI DVVTI PERFORMANCE 4 Speed A/T Front 15" Ventilated Disc Rear 15" Solid Disc

ABS+BA+EBD (Antilock Braking System with Electronic Brake Force Distribution and Brake Assist) Electric Power Steering System,Tire & Wheel 195/65 R15 Steel Rims, Fuel Tank Capacity 55 ltr,SAFETY,Seat Belts Front/Rear, Fuel cut System EXTERIOR Glass Embedded Print Antenna, Electric Door Mirrors With Side Turn Signal Lamp, Multi- Reflector Head Lamps, High Mountain Stop Lamp, INTERIOR A/C + Heater Audio(CD Player/AM-FM/ MP3), Center Console Box, Central Door Locking, Digital Clock, Foot Rest, Gear Shift Lever, Grege Colour Interior, Multi Information Display, Power Windows, Rear Cabin Flat Floor, Rear Seat Armrest Cupholders, Fabric Seats, 4 Speakers, 3 Spoke Steering,Sunvisor, Tachometer, Eco Lamp

Product features/specifications• ALTIS 1.6 (MANUAL TRANSMISSION)• ENGINE SPECS 1.6 L EFI DVVTI PERFORMANCE 6 Speed M/T Front 15" Ventilated Disc Rear 15" Solid Disc

ABS+BA+EBD (Antilock Braking System with Electronic Brake Force Distribution and Brake Assist) Electric Power Steering System,Tire & Wheel 195/65 R15 Alloy Rims, Fuel Tank Capacity 55 ltr,SAFETY Key Riminder Warning, light on warning,Seat Belts Front/Rear, SRS Air Bag (Driver Side), Fuel cut System EXTERIOR Glass Embedded Print Antenna, Electric Door Mirrors With Side Turn Signal Lamp, Multi- Reflector Head Lamps, High Mountain Stop Lamp, Mud Guard, Rear Garnish, Rear Lamps, Side Impact Bars, Side Protection Moulding, Side Skirts, Green Lamintaed Winshield, Fog Lights INTERIOR A/C + Heater Audio(CD Player/AM-FM/ MP3), Center Console Box, Central Door Locking, Digital Clock, Foot Rest, Gear Shift Lever (Leather), Grege Colour Interior, Keyless Entry, Multi Information Display, Power Windows, Rear Cabin Flat Floor, Rear Seat Armrest Cupholders, Fabric Seats, 6 Speakers, Optitron Meter, 4 Spoke Steering,Sunvisor, Tachometer, Wood Grain Finish, Eco Lamp, Retractable Mirror

• ALTIS 1.6 (MANUAL TRANSMISSION) SUNROOF• ADDITIONAL ACCESSORIES:- SUNROOF, Perforated LEATHER SEATS & High Grade 2 DIN Audio (CD Player/AM-FM

MP3), Rain Sensor• ALTIS 1.6 AUTOMATIC TRANSMISSION• ENGINE SPECS 1.6 L EFI DVVTI PERFORMANCE 4 Speed A/T Super ECT with Cruise control, Front 15" Ventilated

Disc Rear 15" Solid Disc ABS+BA+EBD (Antilock Braking System with Electronic Brake Force Distribution and Brake Assist) Elictric Power Staring System,Tire & Wheel 195/65 R15 Alloy Rims, Fuel Tank Capacity 55 lt, Cruise Control SAFETY Key Riminder Warning, light on warning, Reverse Gear Warning, Seat Belts Front/Rear, SRS Air Bag (Driver Side), Fuel cut System EXTERIOR Glass Embedded Print Antenna, Electric Door Mirrors With Side Turn Signal Lamp, Multi- Reflector Head Lamps, High Mount Stop Lamp, Mud Guard, Rear Garnish, Rear Lamps, Side Impact Bars, Side Protection Moulding, Side Skirts, Green Lamintaed Winshield, Fog Lights, INTERIOR A/C + Heater Audio(CD Player/AM-FM/ MP3), Center Console Box, Central Door Locking, Digital Clock, Foot Rest, Gear Shift Lever (Leather), Grege Colour Interior, Keyless Entry, Multi Information Display, Power Windows, Rear Cabin Flat Floor, Rear Seat Armrest Cupholders, Fabric Seats, 6 Speakers, Optitron Meter, 4 Spoke Steering,Sunvisor, Tachometer, Wood Grain Finish, Eco Lamp, Retractable Mirror

Product features/specifications

• ALTIS 1.6 AUTOMATIC TRANSMISSION (SUNROOF)• ADDITIONAL ACCESSORIES:- SUNROOF, Perforated LEATHER SEATS & High Grade 2 DIN Audio (CD

Player/AM-FM MP3), Rain Sensor

Price list

COROLLA PRICES

XLI 1.3 L 1,554,500

GLI 1.3 L 1,689,500

GLI 1.6 L A/T 1,844,500

ALTIS 1.6 M/T1,919,500

ALTIS 1.6 M/T SUNROOF2,014,500

ALTIS 1.6 A/T2,014,500

ALTIS 1.6 A/T(SUNROOF)2,104,500

2.0D Std. 1,674,500

Price Continued

HILUX AND VIGOS PRICES

Hilux 4x2 SC Std. (Down Spec) EFI 2.5L 1,779,200

Hilux 4x2 SC Std. (Up Spec) EFI 2.5L 1,819,200

Hilux 4x4 Double Cabin Std. (E) 2.5L MT 2,945,300

Hilux VIGO Champ 4x4 Double Cabin (V)2.5L MT3,270,500

Hilux VIGO Champ 4x4 Double Cabin (G)2.5L AT 3,395,700

AVANZA AND TERIOS PRICES

Avanza 1.5L M/T Up Specs (Gasoline)2,573,000

Terios 1.5L A/T 4x2 (Gasoline)3,073,500

Terios 1.5L M/T 4x4 (Gasoline)3,073,500

Price Continued

HIACES PRICES

HIACE STD 3000 CC - (Diesel) 3,424,000

HIACE DUAL A/C 3000 CC (Diesel) 3,824,000

HIACE DUAL A/C H/R 3000 (Diesel)4,475,000

HIACE DUAL A/C Ambulance 3000 CC -(Diesel) 6,224,500

NEW HIACE STD. ROOF Dual 2.7L - (Gasoline) 3,424,500

HIACE STD. ROOF Dual A/C 2.7L -(Gasoline) 3,774,500

NEW HIACE MID ROOF Dual A/C 2.7L (Gasoline) 4,175,000

COASTERS PRICES

COASTER 26 Seater F/L 3.7L (Diesel)7,928,000

COASTER 30 Seater F/L 4.2L (Diesel)8,028,500

Price Continued

PRADOS PRICES

Land Cruiser Prado 4.0L - VX A/T (Gasoline) 17,437,000

Land Cruiser Prado 3.0L - VX A/T Turbo (Diesel) 17,437,000

Land Cruiser Prado 3.0L - VX M/T Turbo (Diesel) 12,537,000

Land Cruiser Prado 2.7L - TX M/T (Gasoline) 12,537,000

Color Availability

Targets

• Current Month target allocated to TGM is 100 Units by IMC. These car will be sold by TGM sales person to our potential customer in Market.

• Customer Types:• Individual Customers • Cooperate Customers

Bank List

• We are dealing with all Banks in Pakistan, Sales team of 4 individuals is handling those customers.

PRA

Toyota has captured at least fifty percent market in the field of vehicles and has worthy clients such as:

How to get Potential Customer

5 P’s of TOYOTA WAY IN SALES AND MARKETING

• 1) Purpose– Connecting to the fundamental idea of TOYOTA

• 2) Principles– Connecting the Values and Mission of TOYOTA to our Values, Vision and Mission

• 3) People– Connecting to and respecting our most important assets

• 4) Process– Connecting to recommend Strategies for satisfying customer

• 5) Practices– Connecting to action and measures to ensure market success

Purpose• Share the knowledge, information and experiences of our

predecessors. • Through the past Sales & Marketing activities, our

predecessors have left their valuable knowledge and experiences. These ideas and good practices have been complied into TWSM, the world wide common asset.

• Our Dealers are the front line of “Toyota’s Sales & Marketing”.

• Objective To Satisfy the customer and retain them for Life

Principles

• By offering Customers Best Purchasing & Ownership Experiences

Toyota’s VisionTo become the most successful and respected

Car Company in each Market.

IMC’s VisionTo become the most successful and

respected Car Company No. 1 in Pakistan

Mission of TWSM

1) Customer First/Life Time Customers

2) Radar for TOYOTA

People “The Greatness of a Company lies in the Greatness of its People”

3C’s for Innovation

• Creativity

• Challenge

• Courage

3C’s for Harmonious Growth

• Communication

• Consideration

• Cooperation

Just In Time

• Respond to Customers needs• Develop efficient Mechanism and systems

TWSM Initiative • to identify, nurture and support our quality people, who are the

biggest contributors to our success.

Process “4th P; the HEART of TWSM”

• Own the vehicle with Confidence

Own

CustomerSatisfaction

Search

Obtain necessary

information quickly and

easily Obtain the

vehicle with ease of mind

VisitPurchase

Obtain

Understand the value of Purchased

Vehicle

Drop in to the Sales Outlets with ease and

pleasure

Practices• The last P is related to the Implementation of TWSM

• Targeted Process to achieve CUSTOMER SATISFACTION

• Action Plans for all 5 Stages of the Process

• KPI’s to measure the achievement and performance of Action Plans

6 Point Walk Around

Documentation Procedure

• Individual: Copy of new CNIC & NTN• Company: Purchase order, NTN Certificate, Sales Tax

Registration Certificate, Company Stamp• Mode of payment: (100% Payment Ex-Factory Price) Pay

order should be made in favor of “Indus Motor Company Limited a/c Customer Complete Name

• For Transportation: Either cash or pay order in favor of Toyota Garden Motors (Pvt.) Limited

• Note: Provisional prices (prices prevailing at the time of delivery will be applicable)

Discount Rates

Discount policy of TGM:• A contract is made between Dealer’s sale person and

Customer. The discount of amount 5000/- Rs. is given to customer which is generally

Accessories Selling

We have a range of genuine accessories for Toyota & Daihatsu vehicles.

• Competitive Rates• Available Easily• Provide on demand

Incentive Plans

Marketing Activity

Marketing Plan Responsibility Duration

• Royal Palm• Model Town Society Elec. Bill• SMS

Dy. Manager Marketing Jan. 13

•Car Safety Information on Website

Dy. Manager Marketing Feb.13

•SMS Marketing Campaign•Brochures/ Road Safety

Dy. Manager Marketing Mar.13